VALUE MODEL FOR SUPPORTING NEGOTIATION IN COLLABORATIVE NETWORKS

Abstract

In this paper we describe a model for Supporting Negotiation in Collaborative Networks. Combining the research results of three areas: Collaborative Network Organizations, Value Network and Decision Support Systems, our objective is to provide enterprises and individuals whose activities unfold in the scope of collaborative networks, with models and tools to support their daily activities. This model presents the ARCON endogenous and exogenous elements integrated with the identification of tangible and intangible values and the assets (Allee 2008) at stake in the negotiation. In this model we apply Decision Support Systems to assist negotiation decision process and multi-criteria models that can help decision- makers in leading a process that creates value.